1、（國際貿(mào)易）貿(mào)易常被說 成是發(fā)展的引擎這個比 喻雖然未免過于簡單優(yōu)20XX年XX月精心制作您可以自由編輯Part OneL AnSWer the following questiOnS according to the information you have gotWhat is in ter national trade?What are the major motivations for PriVate firm to OPerate intern ationalbusiness?What is the most essential motive to PUrSUe inter nati

2、onal trade?What measures do most COmPanieS USUaIly adopt to avoid Wild SWingS in theSaleS and profits?PleaS give the four major OPeratiOn forms ChOSen by most companies.What does balance Of PaymentS account mean?What are the basic SOUrCeS Of in ternational revenue and expe nditure for mostCoUn tries

3、?Could you find any difference between DireCt InVeStment and POrtOfOliOInVeStment? If you CanZ PleaSe tell the main reasons.What is MNE? What are its SynOnyms?PleaSe give examples to explain Services are earnings Other than those fromgoods.What in fluences the international OPeratiOnal forms WhiCh a

4、 COmPa ny WiIlchoose?What IimitS a firm1 S sales?Why is merchandise exports and imports the firs type Of foreignOPeratiOnS inWhiCh a firm gets involved?What does royalties mean?What is franchising ?MatCh each One On the Ieft With its COrreCt meaning On the rightmotivation A. to make COntinUal effort

5、s to gain SthPUrSUe B. the action Of ObtainingJ esp by efforts Of CarefUl attention.mark UP C. WhiCh by is its nature Can not be known by SenSeSZ not Clear and CertainZ not real.PrOCUrement D. the goods (freight) Carried by a ship, Plane Or VehiCleintangible E. the amount by WhiCh a PnCe is raisedCa

6、rgO F. PrOfitf interest.royalty G. the net ValUe Of assets Or interest, investequity H. not needing Other things Or PeOPlef taking decisions alone.yield I. a Share Of the profits.in dependent J. need Or purpose.()2.()3.()4.()5.()()7.()8.()9.()10.()TranSlate the following terms and PhraSeS into Chine

7、se;PUrChaSing POWer 11.recoverySaleS POtentialS 12. recessionmark-up 13. POrtfOliO investmentdomestic markets 14. tangible goodsfinished goods 15. ViSible exports and importsPrOfit margin 16. revenue and expendituremarket Share 17. excess CaPaCitytrade discrimination 18. trade intermediarytiming 19.

8、 turn-key OPeratiOnSbusiness CyCleS 20. IiCenCing agreementsTranSlate the following into English:貿(mào)易常被說成是發(fā)展的引莖。這個比喻雖然未免過于簡單，但它的確說 明對外貿(mào)易在經(jīng)濟(jì)發(fā)展中的重要性。雖然出口的健康增長并不總是快速、持久的 經(jīng)濟(jì)增長的充分條件，但兩者之間積極而密切的聯(lián)系顯然是不可否認(rèn)的。貿(mào)易發(fā) 展對經(jīng)濟(jì)增長的作用表現(xiàn)在很多方面。其中：專業(yè)分工帶來的利益；國際競爭對 國內(nèi)經(jīng)濟(jì)效率的促進(jìn)作用；提高對發(fā)展所需的進(jìn)口商品的支付能力，而更為普遍 的是鼓勵投資和企業(yè)家精神。國際貿(mào)易是一個國家生產(chǎn)的商品

9、和勞務(wù)與另一個國家生產(chǎn)的商品和勞務(wù) 的交換。除了有形貿(mào)易，即商品和貨物的進(jìn)出口以外,還有無形貿(mào)易，這是指國 家之間勞務(wù)的交換。希臘和挪威等國擁有龐大的海運船隊，提供運輸服務(wù),這是 無形貿(mào)易的一種。無形貿(mào)易對一些國家來說，就象原料和商品出口對其它一些國 家另游重要。在這兩種情況下Z這些國家都能賺到錢去購買其所需要的商品。國際間進(jìn)行貿(mào)易的方式是多種多樣的。包銷是指賣方在特定地區(qū)和一定期限內(nèi)給與國外客戶獨家銷售指定商品的權(quán)力的貿(mào)易方式。在這種交往中，商品由 包銷商承購,自行銷售,自負(fù)盈虧。這同只收取傭金的代理方式不同；也因為包 銷商在特定地區(qū)享有專營權(quán),而與一般買賣合同有別。世界上沒有任何一個國家能

10、生產(chǎn)它所需的所有產(chǎn)品，所以各國參與國際分工，進(jìn)行有效的生產(chǎn)和再生產(chǎn)。有時一個國家能夠以易貨方式從國外購買產(chǎn)品和 服務(wù)Z易貨是指以一種貨物交換另一種貨物，而不是用錢交易。易貨貿(mào)易本身并 不不足以滿足一個國家的進(jìn)口需要。但作位一種貿(mào)易方式,它對于外匯短缺、外 資流入遠(yuǎn)遠(yuǎn)無法滿足外貿(mào)需求的發(fā)展中國家來說具有一定的吸引力。KeyAnSWer my questions1. InternatiOnal trade is business WhOSe activities involve the CrOSSing Of natio nalborders. It includes not Only in te

11、rnational trade and foreig n manufacturing but alsoencompasses the growing SerViCeS industry in areas SUCh as transportatiOrb tourism,banking, advertising, ConStrUCtion, retaiIing, WhOleSaling, and massCOmmUniCations.It inclUdeS all business transactiOnS that involve two Or more countries. SUCh busi

12、nessrelatiOnShiP may be PriVate Or govemmental.SaleS expansion, resource acquisition and diversificatiOn Of SaleS andSUPPlieS TO gain PrOfitTO Seej OUt foreign markets and PrOCUrement.There are four major forms WhiCh are the following:MerChandise exports and ImPOrtSl SerViCe EXPOrtS and ImPOrtSrInVe

13、Stment andMUltinatiOnal EnterPriSe.It is the account WhiCh is a SUmmary Statement Of the flow Of all intern ationaleconomic and financial transactions between One nation (eg.the UnitedStateS ) andthe rest Of the WOrld OVer SOme PeriOd Of timej USUaIly One year.MerChandise EXPOrting and ImPOrting.YeS

14、 There are great differences between them.1) direct investment takes PlaCe When COntrOl follows the investment. ItUSUaIlymeans high COmmitment Of CaPitalZ PerSOnneIf and tech no IOgy abroad .It aims at gaining Of foreign resources and foreign markets. DireCt inVeStment mayOften gethigher foreign Sal

15、eS than exporting. And SOmetimeS it involves two Or more PartieS2) While POrtfOliO investments are not Under COntrOL And they are USed Primarilyfor financial PUrPOSeS TreaSUreS Of COmPanieSf for example, routinely more fundsfrom One COUntry to another to get a higher yield On ShOrt term investme nts

16、.MNE is the abbreviation Of the multinational enterprise .Its SynOnymS are NNC(the multinational COrPOratiOn) and TNC (tranSnatiOnal corporation).EXamPleS are travelj tranSPOrtl feez royalties, dividends and interestThe ChOiCe Of forms is influenced by the ObjeCtiVe being PUrSUed and theenvirOnments

17、 in WhiCh the COmPany must OPerate.It is Iimited by the number Of PeOPle interested in a firm1 S PrOdUCtSandSerViCeS and by CUStOmerSJ CaPaCity to make PUrChaSeThiS is because at an early Stage Of international involvement theseOPeratiOnSUSUalIy take the IeaSt COmmitment and IeaSt risk Of a firm S r

18、esources.ROyaltieS means the Payment for USe Of assets from abroad, SUCh as fortrademarks Patensf COPyrightSI Or Other expertise Under COntraCt known as IiCencingagreements.Royalties are also Paid franchisingIt is a Way Of doing business in WhiCh One Party (the franchiser) the USe Of atrademark that

19、 is an essential asset for the franchisers, businessMatCh each One On the Ieft With its COrreCt meaning On the rightJ 2.A 3.E 4.B 5.C 6.D 7.1 8.G 9.F 10.HTranSlate the following terms and PhraSeS into ChineSe1購買力11經(jīng)濟(jì)復(fù)蘇;恢復(fù)2潛在銷售量12經(jīng)濟(jì)衰退3加價，漲價13間接投資4國內(nèi)市場14有形貨物5制成品15有形進(jìn)出口6邊際利潤16收入及支出；歲入及歲出7市場占有率17超額能力8貿(mào)易

20、歧視18貿(mào)易中間人(商)；經(jīng)紀(jì)人9時機(jī)選擇19全部包建的工程承包方式 10經(jīng)銷周期20許可證協(xié)定TranSlate the following into EnglishTrade is Often the enginez Of growth. HoWeVer OVerSimPIified this metaphormay bel it does SerVe to Underline the importance Of foreign trade in thePrOCeSS Ofgrowth. A healthy expansiOn Of exports may not always be SU

21、ffiCientCOndition forrapid and SUStained growthj but a StrOng POSitiVe association between the two isClearly Undeniable Trade expansion Contributes to economic growth in many WayS AmOng them are the benefits Of SPeCialiZation; the favorable effects Of internatio nalCOmPetitiOn On domestic economic e

22、fficiency; the increased CaPaCity toPay for theimports required in development and more generally the StimUlUS to investme nt.In ternational trade is the exchange Of goods and SerViCeS PrOdUCed in Onecountry for goods and SerViCeS PrOdUCed in another country. In additiOn to ViSible tradef WhiCh inVO

23、lVeS the import and export Of goods and merchandise, there is alsoinvisible tradez WhiCh involves the exchange Of SerViCeS between nations. NatiOnSSUCh as GreeCe and NOrWay have Iarge maritime fleets and PrOVide transportationSerViCe. ThiS is a kind Of invisible trade. InViSible trade Can be as impo

24、rtant to SOmenations as the export Of raw materials Or COmmOditieS is to others. In both CaSeSJ thenations earn the money to buy necessities.There exist different WayS Of Conducting international businessEXClUSiVe Salemeans the SeIler gives the OVerSeaS CIient the exclusive right Of SeIling aPartiCU

25、larPrOdUCt in a designated area Within a SPeCified PeriOd Of time. In this kind Of businesstransaction, the PrOdUCt is bought by the exclusive SeIler and therefore he ShOUlCl Sellthe PrOdUCt by himself, assuming SOle responsibilities for his PrOfit and loss.EXClUSiVe Sale is different from agency Wh

26、ere Only COmmiSSiOn is involved.And difference exists between general COntraCt and exclusive SaleS because the exclusiveSeIler enjoys exclusive right in a PartiCUlar area.There is no COUntry in the WOrld that Can PrOdUCe all the PrOdUCtS it needs.ThUS COUntrieS join in international division Of IabO

27、r for effective PrOdUCtiOn andreproduction. SOmetimeS a COUntry Can buy goods and SerViCeS from abroad On abarter basis Barter means doing business by exchanging goods Of One SOrt for goodsOf another SOrt WithOUt USing money. Barter trade itself is not enough to meat aCoUntryr S import needs BUt as

28、a form Of international tradel it is StiIl attractive indeveloping COUntrieS Where foreign exchange is in ShOrt SUPPly and inflow Of foreignfunds is far from SUffiCient to meet their ObIigatiOnS in external tradePart TWO1. AnSWer the following questions. PleaSe tell US What the PrOCedUreS Of interna

29、tional trade. What are the PartieS involved in export and import transaction?. What the SPeCiaIiStS involved in export and import transaction?. What are the documents needed in export and import tranSaCtiOn?FiHing the blanks With the SUitable WOrdS in the text:What is marketing? Marketing is the Cre

30、atiVe PrOCeSS Of _ CUStOmer needsPrOfitably.In Bntain an intermediary CaIled a COmmiSSiOn Or exportCOmmiSSiO nhouse acts On behalf Of theimportersAgentS are PaidOn the amount Of goods PUrChaSed.An agent may receive goods in his name, and StOCk them inanticipatiOn Ofsale.A few ShareS for assistance i

31、nUP the COmPany WiIl be issued.We, Il issueSOme founderf S ShareSWe have developed an excellent PrOdUCt and Obtained from the government theSOle right to manufacture and SeIl it. We have ObtainedWhen OUr PrOdUCtiOn and marketing expenses have been PaidZ Wehope to have quite a IOt Of money Ieft OVer

32、as earnings We expect to make goodWe had to find Other PeOPle through WhOm to make sales. We had to find OtherSaleSThe IiCenSee Wanted US to invest SOme money With him in a new COmPany. HeWanted to Set UP aWith us.We USed to have SmaIler Part Of OUr COmPany IOCated abroad, but We donj t now.We have

33、noabroadIlLTranslate the followings into EngliSh1).經(jīng)濟(jì)活動開始于洞穴人。洞穴人在經(jīng)濟(jì)上自給自足，自己打獵，自己尋 找住所,并為自己提供所需要的東西。隨菴原始人口的增長和發(fā)展,出現(xiàn)了分工 的原則。一個人從事某項活動,比另一個人能力強(qiáng),于是每個人都集中力量做自 己最擅長的工作。有的人打獵,有的人捕魚,然后獵人把剩余的獵物賣給打魚的 人，因此，每個人都可吃上各種各樣的食物。在當(dāng)今復(fù)雜的經(jīng)濟(jì)里，任何人或國家都不能做到自給自足。國家擁不同的經(jīng) 濟(jì)資源，人們學(xué)會了不同的技術(shù)。這就是國際貿(mào)易和經(jīng)濟(jì)發(fā)展活動的基礎(chǔ)。對外貿(mào)易是國家之間的貨物交換，它的產(chǎn)生有許多

34、原因。第一，原材料分散 在世界各地秘魯和扎尹爾大量開采銅礦Z南非開采鉆石,石油則產(chǎn)在中東。在自 己國界內(nèi)沒有這些資源的國家Z就必須從出口國購買。第二，對外貿(mào)易的產(chǎn)生Z還由于一個國家所擁有的某種產(chǎn)品不足以滿足本國的需求。雖然美國是個主要產(chǎn)糖國，但是由于糖的消費量大于國內(nèi)的生產(chǎn)量，因 此，還必須進(jìn)口。第三，一個國家可以閔氐于其它國家的價格出售某些產(chǎn)品。因為，日本大生 產(chǎn)效率高于其他國家Z所以就能夠出口大量收音機(jī)和電視機(jī)。對美國來說,購進(jìn) 這些產(chǎn)品比在國內(nèi)生產(chǎn)還要便宜。最后，對外貿(mào)易的出現(xiàn)還由于革稀新和式樣。雖然美國生產(chǎn)的汽車1：他任 何一個國家多Z但是仍然從德國，日本和瑞典進(jìn)口大量汽車,這主要是因

35、為美國 對這些國家生產(chǎn)的汽車有銷路。2).世界各國從時的貿(mào)易千差萬別，錯綜復(fù)雜，有形貿(mào)易和無形貿(mào)易并存。大多數(shù)國家對出口的依賴，都大于對其他活動的依賴。出口所賺取的外匯用來支 付需要進(jìn)口的貨物。一個國家的國際收支就是這些錯綜復(fù)雜交易的記錄。通過用 貨幣來反映所有這些交易，一個國家能夠把比如出口，外國游客這的花費和移 民匯款的手如匯總在一起。這些收入?yún)R總起來,便可支付諸如購買其他國家的 制成品Z本國居民到其他國家旅游和雇用建筑工人的費用等。Key:I. AnSWer the following questiOnS(Omited). FiIIing the blanks With the SUit

36、abIe WOrdS in the text:!.meeting/SatiSfying; 2.agent, foreignoverseas; mission; 4.own;setting;patent; 7.profits; 8.oUtlets; 9jointz venture; 10.subsidiaryIILTranslate the followings into EngIiSh1). ECOnOmiC activity began With the CaVemenz WhO WaS economicallySelf-SUffiCient. He did his OWn hunting.

37、 found his OWn SheIterl and PrOVided for hisOWn needs AS PnmitiVe POPUIatiOnS grew and developed, the PrinCiPle Of divisiOn OfIabOr evolved One PerSOn WaS more able to PerfOrm SOme activity than anotherz andtherefore each PerSOn ConCentrated On What he did best. While One hunted, anotherfished The h

38、unter then traded his SUrPlUS to the fishermanl and each benefited fromthe Variety Of diet.In today1 S COmPleX economic WOrldl neither individuals nor nations are Self-SUffiCient nations are SeIf-SUffiCient NatiOnS have UtiIiZed different economicresources; PeOPle have developed different skills. Th

39、iS is the foundation Ofin ter national trade and economic activities.FOreign trade, the exchange Of goods between nations, takes PlaCe for many reasOns. The firstz as mentioned above, is that no nation has all Of the COmmOditieSthan it needs RaW materials are SCattered around the WOrld Large deposit

40、s Of COPPerare mined in PerU and Zairez diamOndS are mined in SOUth AfriCal andPetrOleUm isrecovered in Middle EaSt CoUntries that do not have these resourcesWithin their OWnboundaries must buy from COUntrieS that export them.FOreign trade also OCCUrS because a COUntry Often does not have enough Of

41、aPartiCUlar item to meet its needs. AIthOUgh the United StateS is a majorPrOdUCer OfSUgarl it COnSUmeS more than it Can PrOdUCe internally and thus must import sugar.Thirdl One natiOn Can SeIl SOme items at a IOWer COSt than Other CoUntries.JaPanhas been able to export Iarge quantities Of radios and

42、 televisiOn SetS because it CanPrOdUCe them more efficiently than Other CoUntries It is CheaPer for the United StateS to buy these from JaPan than to PrOdUCe them domestically.FinaIlyl foreign trade takes PlaCe because Of innoVatiOn Or style. EVen though theUnited StateS PrOdUCeS more automobiles th

43、an any Other COUntryf it StiIl imports Iargequantities Of autos from Germanyl JaPan and SWedenz Primarily because there is amarket for them in the United StateS2). The different kinds Of trade nations engaged in are Varied andCOmPleXZ amixture Of ViSible and invisible trade. MOSt nations are more de

44、pendentOn exportsthan On any Other activity. The earnings from exports Pay for the imports that theyneed and Want A natiOrf S balance Of Payment is a record Of these COmPleXtransactions By reflecting all Of these tranSaCtiOnS in monetary terms j a nation is ableto COmbine the income it receives, for

45、 example, from exports tourists expenditures,and immigrant remittances. ThiS COmbined incomes is then SPent OnSUCh items as manufactured goods from Other countries, travel for its CitiZens to OtherCoUntries, and the hiring Of COnStrUCtiOn engineersPart ThreeI. TranSlate the followings from ChineSe i

46、nto English:1支付方式2書面合同3合同的執(zhí)行4銷售合同5購貨確認(rèn)書6交易條件7貿(mào)易伙伴8合同的構(gòu)成9貿(mào)易協(xié)定10寄售合同11合同正文12合同延期13合同締約方14特約條款15 般條款I(lǐng)L AnSWer the following questions in English:What is the definition for contract? What may happen if any Party fail to fulfillhis COntraCtUal Obligations?What are the two PartieS Of business negotiations

47、? And give examples as you can.Why do the trading PartieS USUaIly Prefer a Written contract? What is the difference between a SaleS COntract and a SaIeS(PUrChaSe) COnfirmation?What does the Setting UP Of a COntraCt gen erally Con tain?What does the COntraCt PrOPer USUaIly in elude?IIL TranSlate the

48、following into Chinese:The COntract is based On agreement WhiCh is the result Of business negotiatio n.There are two types Of business negotiations: Oral and Written. The former refers tothe direct discussion COndUCted at trade fairs Or by Sending trade groups abroad Or byinviting foreign CUStOmerS

49、BUSineSS discussions through inter national trunk CaISS arealso inClUded in this category.IV. CaSe StUdieS(1) Mr. Smithf an AmeriCan businessmar SOld a batch Of IBM COmPUterS to aHOng KOng importerf Mr. Chen. The SaleS COntraCt WaS COnClUded in the United StateSOf AmenCa On the terms Of ClF HOng Kon

50、g. DUring execution Of thisCOn tract,disputes arose between the SeIler and the buyer On the form and interpretation Of theCOntraCt對合同的形式和解釋發(fā)生爭議，In SUCh a CaSeJ did the IaW Of the U.S.A. Orthe IaW Of HOng KOng apply to the disputes?該爭議適用法律 Why?(2) Mr. AnderSOn intended to SeIl a Plane to Mr. JOhnSOn.

51、 In his CabIel Mr. Anderson offered: Confirm Sale Of a Plane PleaSe Send 5,000 PoUndS bytelegraphic transfer. Mr. JOhnSOn Cabled back immediately: , COnfOrm PUrChaSe Ofyour PIaneZ terms and COnCliti OnS Same as your Cable .Ive Sent the 5z000 POUndS toyour ACCOUnt Bank WhO keeps your money On your be

52、half Until delivery Ofthe Plane.PleaSe COnfirm delivery Within 30 days from the date Of this cable.1 Mr. An dersondid not reply and SOld the Plane to another buyer at a much higher price. DiSagreementS OCCUrred between the two PartieS about Whether the COntract WaSConClUded effectively. In SUCh a Ca

53、Sez WaS the COntraCt concluded? Why?KeyI. TranSlate the followings from ChineSe into English:terms Of Payment 2 Written form Of COntraCt 3 execution Of the COntraCt 4 SaleS COntraCt5 PUrChaSe COnfirmatiOn 6 terms Of transaction7 trading Partners 8 the Setting UP Of a COntraCt9 trade agreement 10 COn

54、Signment COntraCt11 the COntraCt PrOPer 12 extension Of the COntraCt13 the COntraCting PartieS 14 SPeCial ClaUSe15 general terms and COnditiOnSIL AnSWer the following questions in English:A COntract is an agreement WhiCh SetS forth bind ObligatiOnS Of the relevantPartieS. And any Part that fails to

55、fulfill his COntraCtUal ObligatiOnS may be SUed andforced to make COmPenSatiOn.There are two PartieS Of business COntraCt negotiations: Oral andWritterL Theformer refers to direct discussions abroad; Written negotiatiOnS Often begin WithenqUirieS made by the buyers.A Written COntraCt is generally Pr

56、ePared and Signed as the PrOOf Of the agreeme ntand as the basis for its executiOrL A SaleS Or PUrChaSe COnfirmatiOn is IeSS detailed than a contract, COVenng OnIy the essential terms Of the transaction. It isUSUalIy USedfor SmaIler deals Or between familiar trade PartnersThe Setting UP Of a Contrac

57、t is Similar to that Of a trade agreement Or any Othertype Of formal agreements .It gen erally COntai ns: 1) the title. The type Of the COntraCtis indicated in the title; 2) the COntraCt PrOPer It is the main Part Of aContract; 3) theSignature Of the COntraCting PartieS indicating their StatUS as th

58、e SeIler Orthe buyer; 4)the StiPUlatiOnS On the back Of the COntraCt and are equally binding UPOntheCOntracting parties.It generally COntainS the time Of ShiPmentJ the mode Of Payment described inaddition to an exact descriptiOn Of the goods including the quantit quality,SPeCifiCatiOnSJ PaCking meth

59、ods, insurance, COmmOdity inspection,ClaimSZ arbitrationand force majeurez etc.IIL TranSlate the following into Chinese:合同是在雙方達(dá)成協(xié)議的基礎(chǔ)上制定的，而協(xié)議又是雙方進(jìn)行商務(wù)談判的結(jié)果。商務(wù)談判有口頭談判和書面談判兩種形式?？陬^談判是通過參加商品交易會, 派遣貿(mào)易小組，出國或邀請客戶本國進(jìn)行的面對面討論，而通過國際長途電話所 進(jìn)行的商務(wù)討論也屬于口頭談判。IV. CaSe StUdyThe IaW Of the United StateS Of AmenCa applie

60、s to this COntraCt because: this WaS a CIF COntract; (b) the PIaCe Of COnClUSiOn Of the COntraCt WaS in the USA; (C)the PlaCe Of the execution Of the COntraCt WaS also in the USA The Seller COmPletedthis responsibilities after he delivered the goods at the POrt Of the USA.ThiS COntraCt WaS not concl